【正文】 cellent. ②We failed several times, but finally we succeed in getting these experiment date. It can not only show speaker’s sincerity, but also can establish good atmosphere for longterm relationship. Another example: (17) A: Can you tell me more about your new product? I haven’t had time to study the report in detail.B: I’d be happy to. Basically, “voice lock” is like other quality locks. The difference is that our system uses the human voice as the “key” ①. A: That sounds very interesting. B: Of course, the system can be modified to open doors as well as unlock them②. It can be found that both ① and ② are very natural. They can be accepted by others easily. Maybe voice lock is the top product in the world, but B never overstates it. He prefers to using understatement to show his modesty. Obviously, the hearer also very appreciates B’s statement. By eliciting objective responses from others, the negotiator saves his positive face and improves the negotiating climate. If negotiators depreciate themselves blindly, it will make an incapable impression upon others. Under such circumstance, it is impossible to reach an agreement. Compliment “A pliment is a speech act which explicitly or implicitly attributes credit to someone other than the speaker, usually the person addressed, for some good (possessions, characteristics, skills, etc.) which is positively valued by the speaker and the hearer” (Holmes 1986: 446)Compliment strategy is a positive polite strategy. In negotiation, sincere and appreciate pliment can not only satisfy other side’s psychology, but also reduce mutual distance and create a harmonic atmosphere. Therefore it’s easier for negotiators to achieve their benefits. Many researchers think that the real purpose of most pliments is to please the hearer. In most cases, people have a powerful need to evaluate themselves favorably. In business negotiation, a negotiator likes to be approved underneath in terms of his capability, strength, status, prestige and reputation, etc. Accordingly, an appropriate pliment can gain a good impression and trust of the opponent, and decrease their negotiating distance. In this paper, it advocates using appropriate pliment. On the basis of polite strategies, there are other factors to be considered, especially, the cultural factors. In western countries, a man pliments a girl: you are a sexy girl. This kind of expression is very mon. However, in China this pliment will be thought to be very rude. Therefore, most of time, the pliment should depend on different kinds of situations. Usually, though plimentary language is good, it had better refer to specific. Sometimes, vague pliment will be discounted. For example:(18)You are a good person.(19)You are a great manager.(20)You have done a wonderful job.From (18) (19) (20), it can be found that the speaker doesn’t point out specific character. It will let the hearer think that the speaker said that just wanted to satisfy him. What’s more the hearer will think he is losing face. Compliment also can be expressed by mon interest, appreciation and acknowledgements. .(21)I am very glad that you are interested in my experimental data.(22)All of us are very much interested in the progressive advances in loser development. Dr. Nelson, could you introduce your new findings? We are very glad to hear your lecture.(23)We appreciate your products very much, and we really need them. But it is too bad that we now have some difficulties to afford such a big sum. We were wondering whether you could take a more flexible policy towards that.The statement (21) and (22), they serve the purpose of establishing agreement and developing an unconscious affinity between negotiators. They share the same interest and feeling, which draws them nearer psychologically. These technique also agrees to the agreement maxim (Minimize disagreement between self and other。 maximize agreement between self and other.) It is to negotiator’s benefit to adopt the plimentary tactics in the above that improve the interaction. After meeting the opponent’s positive face, the negotiators elevate the opponent’s trust and avoid any distrust probably generated by coercive threats, conflicts or other irrational tactics. Example (23) shows the negotiator’s interest in opponent’s products.The aboveshown polite language strategies play a meaningful role in business negotiation. Vagueness can skillfully soften up the aggressive of the voice and leave some leeway for the speaker, besides fathoming the opponent’s real intention. Euphemism does work when different opinions and direct criticism readily e out in negotiating. Understatement avoids the bigtalking impression made by the speaker on the listeners at the time of showing one’s merits. And a pliment can help win friendliness and trust. All these polite language tools help increase the successful percentage of business negotiation. 4．The polite language in crosscultural business negotiationThe view of the emergence of a global economy, the increase of foreign investment in China and the promise of China’s admission into the WTO, at no time in history there has been so great a need for international negotiating skills. However, what makes someone a good negotiator in one culture may not work well in another. Negotiation rules and practices may differ greatly across cultures people end to interpret and judge their negotiating opponents on the basis of their own cultural assumption, and very often an opponent “who thinks wrongly” will be considers as someone “who thinks wrongly”. The potential for misperception and misunderstanding is immense. The greater the cultural differences, the greater the barriers to munication, and the more likely failure of the negotiation. To negotiate successfully, cultural differences between the concerned parties must be identified and bridged. For example: (24)A: Hi, old manager. B: How do you do. A: How old are